Nonprofit GTM Strategy Manager (Cybersecurity)

Location: Hybrid role based in Bellevue, Washington; Chicago, Illinois; New York, New York; or Washington, DC

Annual base salary: $131,000–$202,400 USD, depending on location, skills, qualifications, and experience. Equity, bonus, and benefits may also apply.

Company

Okta builds trusted identity infrastructure that helps organizations safely use technology, including AI, and supports nonprofit organizations through security products and social-impact initiatives.

What you will do

• Grow the global nonprofit GTM segment through targeted sales plays, specialized programs, field events, and market initiatives.
• Drive pipeline creation, deal velocity, customer adoption, retention, and expansion across the segment lifecycle.
• Partner with GTM leadership, field sales, Sales Enablement, Account Executives, and xDRs to improve messaging, remove obstacles, and scale successful approaches into playbooks.
• Analyze historical wins and market dynamics to identify high-growth nonprofit sub-segments, buying journeys, purchase triggers, and compliance requirements.
• Direct GTM investment toward high-potential opportunities and connect segment performance data with broader GTM planning.
• Measure the impact of donated and discounted licenses alongside revenue and pipeline.

Requirements

• 8+ years of experience in B2B SaaS GTM strategy, sales enablement, growth operations, customer success, or a vertical-specific sales overlay role.
• Experience preferably within identity, cybersecurity, or cloud.
• Proven ownership of program strategy, feedback collection, program refinement, and execution with minimal oversight.
• Advanced problem-solving skills and the ability to design and resolve complex operational models using professional knowledge and company objectives.
• Exceptional persuasion and communication skills, including alignment of senior cross-functional and external stakeholders around shared business targets.
• Strong data and analytical skills, including hands-on experience tracking pipeline health, sales velocity, and conversion metrics in Salesforce or Tableau.
• Experience defining program requirements, managing budgets, and directing external partners.
• Proven wins with nonprofit customers.

Nice to have

• Experience in the nonprofit technology ecosystem, cybersecurity, or SLED/Public Sector GTM.

Culture & Benefits

• Hybrid work with an immersive, in-person onboarding experience.
• Health, dental, and vision insurance; 401(k); flexible spending account; and paid leave including PTO and parental leave.
• Equity and bonus may be available in addition to base salary.
• Emphasis on well-being, social impact, talent development, connection, and community.
• Equal opportunity employment and reasonable accommodation support during application, interviews, and onboarding.